SALES MANAGER & SALES PERSON
- The sales manager is the person responsible for leading and guiding a team of sales people.
- Sales person is an individual who sells goods and services to other entities.
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CHARACTERISTICS OF SALES MANAGER
- Determination
- Sincerity
- Integrity
- Loyalty
- Courage
- Industrious- hard worker
- Self management
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TYPES OF SALES MANAGER
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- Administrative sales manager
- Field sales manager
- Administrative-cum-Field sales manager
- Assistant sales manager
- Product line sales manager
- Marketing staff manager- research, promotion
- Divisional/Regional sales managers
- Branch sales manager
- Sales supervisor
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- Administrative sales manager:
Administrative sales managers are found normally in highly integrated sales organisations selling multiple lines of products in national and international markets.
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He is known by alternative titles such as 'vice president', 'in-charge of sales', 'director of marketing', 'general sales manager' and 'marketing manager'.
- Field sales manager:
The field sales manager or operating sales manager is a line sales executive reporting directly to the administrative sales manager.
Operative sales manager works under the direction, guidance and supervision of the general sales manager.
- Administrative-cum-field sales manager:
- In case of smaller organisations, we come across such sales manager who combines the functions administrative and executive sales officer.
- Generally speaking, administration and field operations cannot go together. However, size and economy points force many units to combine the distinct roles of administration and field operations.
- Assistant sales manager:
- Generally, the administrative sales manager is assisted by Assistant sales manager in the administrative functions of planning, analysis, direction and coordination.
- He coordinates the work of sales staff that is specialized in advertising, sales-promotion, research, merchandising and dealer relations.
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- Product-line sales manager:
A company that markets variety of products has such product-line sales manager responsible for one or group of products in the product- line. He is also known as product or brand manager.
- Marketing staff manager:
- As the title suggests, the Marketing staff manager is not a line-officer. He is one of the staff specialists who are delegated some of the responsibilities of administrative sales manager.
- These are the specialists in the areas of marketing research, sales-promotion, merchandising, advertising, sales planning, sales personnel, distributor/dealer relations, sales costs, budget sales finances, traffic, sales office administration and service and the like.
- These staff managers being non-line officers have no field tasks.
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- Divisional/regional sales managers:
- In all the national organisations, one comes across these Divisional or Regional sales managers.
- These are also known as District sales managers who are responsible for the delegated sales operational duties on a territorial basis.
- Branch sales managers:
- In case of sales organisations that operate branches or local sales offices in major cities of the country, one is to come across such Branch sales managers.
- Branch sales manager is a line executive responsible for the direction of a small group of salesmen calling on consumers or dealers in the branch area.
- Sales supervisor:
- A sales supervisor is a line sales manager who supervises normally eight to fourteen salesmen.
- He is seen in branch sales office of a national sales organisation having branches all over the nation.
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ROLE & FUNCTIONS OF SALES MANAGEMENT
- Planning
- Staffing
- Training
- Leading
- Controlling
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ROLES AND RESPONSIBILITIES OF A SALES MANAGER
- Determining the sales force objectives and goals
- Finalizing the sales force organization, size, territory, and quota
- Forecasting and budgeting sales
- Selecting, recruiting and training the sales force
- Motivating and leading the sales force
- Designing compensation plan and control systems
- Designing career growth plans and building relationship strategies with key customers
- Understand who can perform a particular task
- Meeting the sales targets
- A sales manager devises strategies for competitor handling
- Map potential customers and generate leads for the organization
- Brand promotion
- Maintaining and improving relationships with the client.
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QUALITIES OF SALES MANAGER
- Physical qualities
- Good appearance
- Body language
- Sound health
- Pleasing voice
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- psychological or Mental qualities
- Quick action
- Imagination
- Self confidence
- Enthusiasm
- Creative
- Initiative
- Observation
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- Intellectual Qualities
- Mental capacity
- Sound judgment
- Receptiveness
- Ability to teach
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RESPONSIBILITIES OF SALES MANAGER
- Planning sales
- Advising management
- Selection and appointment
- Coordinating and directing
- Training the sales force
- Allocation of territory and quota
- Compensating the sales personnel
- Maintaining the sales office
- Controlling the sales activity
- Studying market conditions
- Sales promotion
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SALES PERSON
- A sales person is an individual who sells goods and services to other entities.
- Success measured on amount of sales done in a particular given time.
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CHARACTERISTICS OF A SALES PERSON
- Sound health
- Body language
- Pleasant voice
- Good appearance
- Cheerfulness
- Imagination
- Initiative
- Observation
- Self confidence
- Memory
- Sociability
- Tact
- Cooperative
- Courtesy
- Effective communication
- Honesty
- Reliability
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OBJECTIVES OF A SALES PERSON
- Building product awareness
- Creating interest
- Providing information
- Creating demand
- Branding
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TYPES OF SALES PERSON
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- Manufacturers salesman
- Promotional salesman- new product
- Dealers servicing salesman- expand market
- Merchandising salesman- branding
- Specialty salesman
- Wholesalers salesmen
- Outdoor salesman
- Indoor salesman
- Retailers salesman
- Outdoor salesman
- Indoor salesman
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- Specialty salesman
- Industrial salesman
- Exporter's salesman
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ROLE OF SALES PERSON
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- Diagnostic
- Analyst
- Information provider
- Strategist
- Tactician
- Change agent
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FUNCTIONS OF SALES PERSON
- Maintaining customer records & feedback
- Providing service
- Complaint handling
- Maintain market awareness
- Meet bottom line
- Maintain Relationships with customer
- Manage a territory
- Negotiate contracts
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REQUISITES OF EFFECTIVE SALES PERSON
- Knowledge of self
- Knowledge of firm
- Knowledge of product
- Knowledge of competitors
- Knowledge of customer
- Knowledge of selling techniques
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TIME MANAGEMENT FOR SALES MANAGER AND SALES PERSON
TIME MANAGEMENT
- TIME MANAGEMENT REFERS TO MANAGING THE TIME EFFECTIVELY SO THAT RIGHT TIME IS ALLOCATED FOR RIGHT JOB.
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METHODS OF TIME MANAGEMENT
- Developing a series of personal goals
- Preparing a daily to do list
- Maintaining a planning calendar
- Using High - tech equipment
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TIME MANAGEMENT TIPS FOR SALES MANAGER
- Plan effectively
- Communicate clearly
- Don't accept every problem
- Find ways to get educated
- See the team effectively
- Prioritize the function
- Set weekly goals
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IMPORTANCE OF TIME MANAGEMENT
- Better market coverage
- Reduced selling cost
- Improved customer service
- Accurate evaluation of sales force personal
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SHORT ANSWER QUESTIONS
- Who is termed as sales manager?
- How do you define sales person?
- Define specialty salesman.
- Define manufacturer salesman.
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